Close Menu

Negotiation Skills

Course Description: 

The Negotiation Skills course will give your participants a sense of understanding their opponent and have the confidence to not settle for less than they feel is fair. Your participants will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.

Who Should Attend: 

Sales managers, buyers, account executives, contract negotiators, sales professionals, and anyone involved in selling and buying negotiation processes.

Learning Objectives: 

  • Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
  • Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
  • Lay the groundwork for negotiation
  • Identify what information to share and what to keep to yourself
  • Understand basic bargaining techniques
  • Apply strategies for identifying mutual gain
  • Understand how to reach consensus and set the terms of agreement
  • Deal with personal attacks and other difficult issues
  • Use the negotiating process to solve everyday problems
  • Negotiate on behalf of someone else

Cost: 

$395 - minimum of 6 participants needed to run this course at your company.
For more information, contact Mary LaFleur at (630) 682-6030 or mlafleur@iit.edu